Contents
Part One How to Gain and Leverage the Edge
Chapter 1 The Negotiation Engagement: How to Gain the Opening Edge
Chapter 2 Negotiation Leaders: Effective Traits and Behaviors
Chapter 3 Your Negotiation Team: How to Build and Manage It
Chapter 4 Negotiating Room Behavior: Know the Expectations and Learn the Etiquette
Chapter 5 Negotiation Preparation: How to Gain the Early Edge
Chapter 6 Negotiation Psychology: How to Read and React to Gain the Edge
Chapter 7 Negotiation Strategy: How to Compete, Collaborate, and Compromise
Chapter 8 The Negotiation Performance: How to Conduct the Three-Act Narrative
Chapter 9 Negotiating Content Deals: Matching Risk and Reward
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